Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...
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Many resellers and service providers don’t have the cash reserves to weather a prolonged economic downturn, revealing how finances are just as important as technical certifications. ...
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Vendors need more than just collaboration platforms; they need insights and strategies to make the tools more effective....
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The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
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If channel professionals want to prepare for future market conditions, they must start leaving their past behind....
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Many vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....
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Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
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New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
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Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
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Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
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Focusing on a handful of partners often comes with unforeseen costs....
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Eliminating channels from the go-to-market equation is a means of validating partnership value....
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